VP, Pricing & Packaging

About the role

The Vice President, Pricing & Packaging is responsible for designing, building, and scaling OneStream's monetization strategy across its full product portfolio. This role owns the architecture and execution of pricing models, packaging tiers, and commercial frameworks that drive ARR growth, improve win rates, and accelerate deal velocity—while aligning monetization with customer value and OneStream's multi-product growth ambitions.

Responsibilities

• Own (Full Accountability) Pricing Strategy & Architecture
• Design and maintain OneStream's enterprise pricing model across all product lines.
• Develop metric-based, outcome-based, and consumption-based pricing structures aligned to customer value.
• Establish pricing tiers, licensing models, and packaging bundles that support land, expand, and renew motions.
• Define standard and non-standard deal structures, including enterprise agreements, usage tiers, and multi-product bundles.
• Lead the evaluation and design of a consumption-based pricing transition roadmap—assessing viable models (usage-based, outcome-based, hybrid), sequencing the migration in a way that protects existing ARR, and building the business case for internal and PE sponsor alignment.
• Packaging Design & Productization
• Own the packaging architecture across OneStream's full product portfolio—defining how platform-level technologies are structured into sellable, stackable, and expandable product tiers.
• Define feature bundling, add-on architecture, and module-level packaging for new and existing products—with particular attention to OneStream's platform model, where underlying technology often becomes the foundation for applications and products that require distinct packaging treatment.
• Drive coherent packaging narratives that support sales motion and simplify buying decisions.
• Establish clear customer segment packages (e.g., mid-market vs. enterprise) to reduce friction and improve conversion.
• Partner with Product and Engineering to ensure packaging decisions are grounded in the technical architecture of the platform—not just the commercial surface—and can be sustainably delivered and contracted.
• Develop expansion packaging paths—upgrade architecture, cross-sell tiers, and renewal packaging—that drive NRR growth across the installed base.
• Commercial Governance, Pricing Execution & Deal Support
• Own discounting policy frameworks and approval thresholds in partnership with the Deal Desk and RevOps.
• Design commercial guardrails that protect margin while enabling competitive flexibility.
• Partner with Sales to support complex, non-standard pricing requests and custom deal structures.
• Own CPQ configuration, quoting architecture, and pricing system governance—ensuring that no pricing motion reaches the field without passing the commercial readiness gate.
• Own order form architecture and rev rec pre-clearance in partnership with Legal and Finance—ensuring deal structures are commercially sound and revenue recognition implications are resolved before contracts execute.
• Lead Sales activation readiness for new pricing and packaging launches—ensuring the field has the tools, training, and talk tracks required to bring pricing changes to market successfully.
• Pricing Analytics & Insights
• Build and own a pricing analytics function to track win rates, ACV trends, discount patterns, and price realization.
• Deliver pricing performance dashboards for senior leadership and PE sponsors.
• Build data models that connect packaging decisions to ARR outcomes, deal velocity, and customer health.
• Partner with RevOps and FP&A to ensure pricing decisions inform capacity planning and financial modelling.
• Influence (Advisory)
• Product roadmap prioritization via structured pricing and commercial feedback.
• Compensation plan design as it relates to pricing-linked incentives (executed by Finance).
• Customer Success and renewal strategies where pricing flexibility is a retention lever.

Qualifications

• 8+ years of experience in Pricing Strategy, Monetization, Product Marketing, or Commercial Operations in a SaaS environment.
• Proven track record designing and scaling enterprise SaaS pricing models (metric-based, tiered, consumption-based); direct experience evaluating or leading a transition to consumption-based or usage-based pricing strongly preferred.
• Experience building packaging frameworks for multi-product portfolios in complex enterprise environments.
• Demonstrated success partnering with Sales, RevOps, and Product to operationalize pricing strategy.
• Strong background in competitive analysis, win/loss analytics, and market benchmarking.
• Experience influencing executive leadership and operating in PE-backed, high-growth environments.

Skills and Abilities

• Deep command of enterprise SaaS pricing mechanics, value-based pricing, and monetization strategy.
• Strong analytical and financial modelling skills with the ability to translate commercial data into executive-level insights.
• Builder-doer mindset—able to operate strategically while driving execution hands-on.
• Exceptional cross-functional influence skills, with the ability to drive alignment without direct authority.
• Executive presence with comfort presenting to senior leadership, PE sponsors, and Board audiences.
• Strong change management capability in complex, tenured enterprise organizations—including the ability to sequence and communicate a consumption-based pricing transition in a way that preserves customer trust and protects existing ARR.
• Fluency in SaaS metrics (ARR, NRR, ACV, win rate, deal velocity, price realization).
• Familiarity with CPQ platforms, Salesforce ecosystems, and GTM technology stacks preferred.

Benefits

• Excellent Medical Plan
• Dental & Vision Insurance
• Life Insurance
• Short & Long Term Disability
• Vacation Time
• Paid Holidays
• Professional Development
• Retail Plan